Sales prospecting defined
Sales prospecting is the activity of identifying, qualifying, and engaging potential customers to fill the top of the sales pipeline.
It includes account research, decision-maker identification, initial outreach, and qualifying interest enough to schedule a discovery conversation.
Who does sales prospecting
Sales Development Representatives (SDRs) or Business Development Representatives (BDRs) for outbound.
Account Executives (AEs) for warm and account-based prospecting.
Marketing for inbound and demand generation.
Prospecting vs lead generation
Lead generation captures inbound demand. Prospecting creates outbound interest.
Both are needed. Lead gen is marketing-led. Prospecting is sales-led.
Prospecting motions
Outbound. Cold outreach to prospects who haven't expressed interest.
Inbound. Engage prospects who've shown interest (form fill, webinar reg).
ABM. Coordinate marketing and sales against named accounts.
Frequently asked questions
What is sales prospecting?
The activity of identifying, qualifying, and engaging potential customers to fill the top of the sales pipeline.
Who does sales prospecting?
SDRs and BDRs for outbound, AEs for warm and ABM, marketing for inbound.
CTA
Prospecting works best with structured account research. See how CRUSH gives reps account context inside Salesforce. [Book a Demo]
